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Account Based Beverages - a show that is ACTIONABLE, to the POINT, & quenches your ABM thirst. Listen as Jim Gilkey hosts some of the brightest minds in B2B marketing to share their best piece of advice on Account Based Marketing in less than ten minutes.
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Here are Steve Armenti's 5 tips for GTM alignment:1. ask sales "who matches our πππππ πππππ‘π§ π£π₯π’ππππ?" to ensure marketing's hypothesis matches the people that sales regularly encounters as leads of contacts2. get sales' feedback on your ππ¨π¬ππ₯ ππ’π¨π₯π‘ππ¬ - agree on the way customers actually want to learn about and purchase your product3. Share your π¨π‘ππ€π¨π π©πππ¨π π£π₯π’π£π’π¦ππ§ππ’π‘ with sales to determine if this is the way they actually tell our story and make sure all campaigns are written with this message4. share marketing's ππ’π‘π§ππ‘π§ πππππ‘πππ₯ with sales, so that they can help promote big events, new content, or important social media posts5. co-create π¦πππ₯ππ π₯ππ©ππ‘π¨π ππ’πππ¦ to ensure everyone is guided by the same North StarMany teams do a great job with these...in silos. The goal is not to reinvent the wheel with some complex methodology...it is to work together as one team.Thanks for watching this episode of Account Based Beverages!Please like, comment, & share if this brought you value!
Is there a way for Account Based Marketing to not be...ACCOUNT-based?Mike Grinberg has discovered a way to market to accounts without actually targeting people in those accounts. Check out this episode of Account Based Beverages to learn how you can replicate this unused strategy with your marketing efforts!
Here is a hard truth many GTM teams don't want to face:Your message isn't cutting through the noise.So what do you do when your goals keep increasing, your budget to hit those numbers keep decreasing, & your performance is sliding?On this episode of Account Based Beverages, Samantha McKenna breaks down her mantra "Show Me You Know Me" into a step-by-step process that sales & marketing teams can follow to drive TRUE personalization.What are the important pieces of the research process?How do you connect what you learned about them to your CTA?How can you get a buyer to open/click to even see your message?In a world where tokens no longer capture attention & open rates on sales emails hover around 6%, it is VITAL to choose quality over quantity.If you enjoyed this week's episode, please consider subscribing & sharing with others!
Revenue is the end goal of marketing,but it sure isn't the point B (it's more like point Z)Taylor Young, Head of ABM Strategy at Terminus, spends all of her time helping marketers get started with ABM or take their ABM to the next level.She is SO well versed in this that she built step-by-step playbooks outlining how to get from A to Z...and this week, she's walking us through her process on Account Based Beverages.Make sure you subscribe so you never miss an episode!
"ChatGPT is not going to replace your job, but markters leveraging ChatGPT will." -Forrester B2B Summit 2023Daniel Englebretson is on the cutting edge of leveraging AI for Account Based Marketing. Listen as he explains two use cases for ChatGPT in ABM & how you can get ahead of the curve by using AI to save time & scale personalization.
ABM can be a costly mistake if it is not a fit for your company. Listen in as Darryl Praill covers his main reasons why ABM may NOT be a fit for your sales & marketing teams.
How do you prove to your management that ABM really does work?Amit Lavi teaches us exactly how to do this by leveraging both proactive & reactive ABM in this weekβs Account Based Beverages episode.Learn Amitβs recommendations for building your website into a sales insights engine & what actions to take once accounts engage on this owned property.
From campaign stacking to breaking down his revenue growth mapping framework, Daniel Zsolt RΓ©nyi covers everything you need to know to get started with ABM & to shape ABM into the engine that will take your revenue to the next level.
"That's not ABM." We hear these words from Enterprise ABM marketers when they look at a Growth ABM strategy (& vice versa). Davis Potter, founder of Humanize What You Buy, joins us this week to break down these two frameworks & discuss ways which marketers can leverage the best of both worlds.
In todayβs economy, it is imperative that marketers are able to communicate their success to their executive team.Using a real example as our guide, Rob Willingham walks us through the three most important questions in his framework for executive communications:Whatβs working?Whatβs not working?How to translate that into success metrics for your executive team?Listen to the full episode to hear this framework in action & how Rob was able to prove his ABM efforts drove 11% more opportunity creation.
This is much debate in B2B Marketing around where Demand Gen ends & where ABM begins. Greg Toler, an ABM consultant & head of marketing at Parsable, joins me this week to share his thoughts on the topic, as well as some of the best advice I've heard on the things marketers need to do before launching their first ABM programs.
Tim Davidson is an expert when it comes to B2B marketing. Listen to his advice on learning from customers to develop your ICP & messaging!
Sales & Marketing alignment is the #1 issue ABM teams face...and Steven Schroeyer knows why. Check out this week's Account Based Beverages episode where Steven explains the two most common ways sales & marketing teams try to align, along with the missing third piece of "The Alignment Trifecta".
Marketing is all about testing, iterating, & optimizing. When it comes to A/B testing, Brandy knows a thing or two. With experience working for agencies, ABM platforms like Terminus & DemandBase, & for Fortune 500 companies, Brandy has run about every type of test to ensure every one of her campaigns are optimized for success.Check out today's episode where Brandy breaks down all of the variables marketers should be testing & a simple 6 step process for executing these tests.
This week - Trinity Nguyen of UserGems joins me to talk through narrowing your target account selection due to tightening budgets, driving sales and marketing alignment down to the inidividual contributor level, & tackling the age old question "is attribution real?".
"B2B Marketing is in a State of Emergency. The way we do demand today is simple not sustainable." -Bolaji OyejideOn this episode of Account Based Beverages, Bolaji gives practical advice & examples around how marketers can create demand in the most efficient way in 2023.He recommends ππππππππ π πππππππππ - a unique POV that makes buyers say, "THIS is what I stand for. This company does no need to be first to features or the biggest because they represent me."Listen to the full episode below to hear Bolaji's other tips, as well as real life examples & as always, follow the podcast so you never miss an episode!
The π to unlocking your next level of ABM?π΅οΈββοΈ social sleuthing π΅οΈββοΈLindsay McGuire of Formstack joins us on this week's Account Based Beverages to explain this concept:π study 10-15 people at top customer or prospect accountsπ write down what they share, comment on, or talk aboutπ craft your messaging to their specific interests/concernsListen to the whole episode to hear the full breakdown & please subscribe to the Account Based Beverages Podcast if you aren't already!
Where do you go to inspire creativity? This week I am joined by Jay Desai, founder of Swiply & Head of Marketing at Captivate Talent, to talk about where he goes for his best marketing ideas.
Marketing budget cuts? Not with this approach. Tyler Pleiss of Clari joins us this week on Account Based Beverages to share his greatest advice for getting executive & sales buy-in for your ABM program: βThe easiest way to gain buy-in from leadership & sales leadership is to align ABM to the companyβs go-to-market strategies.β Here is how you can align your ABM program in 2023: π€ understand WHERE your company is trying to grow π understand the growth levers to achieve those goals π
meet regularly with sales & leadership to discuss progress π listen to salespeople to learn where they are focusing so you can create ABM campaigns to better support them Thank you for checking out this week's episode - please subscribe so you don't miss any episodes!
Many of the world's largest companies execute ABM as a highly personalized, 1:1 experience. With all of the money being spent on top customers and target accounts, one piece is often overlooked.Listen as Jess Larkin, Senior Strategic Marketing Manager at Confluent, describes her "secret sauce" when it comes to 1:1 ABM.
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